Inside an 18 year Affiliate

Here is one of the lectures David presented at AffiliateCon 2025 on the history, structure and guiding principles behind CFSBK’s longevity. Enjoy!

A Model for a World Class CrossFit Group Class

The outline below is what we use at CFSBK to ensure our classes run professionally and consistently. A lot of these points are elements of the group class that fall outside of movement coaching and aim ensure members have a fun and productive hour. Further context for these points are detailed in my presentation to CrossFit affiliates of the same name. I'm keeping this here for people who have taken the lecture to reference. 

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Class Order

Typical class segment order examples:

• Lift + Metcon: GWU / WB / Lift / WB / Metcon / closing 

• Single workout: GWU / WB/ Specific Warm-Up or skill / Workout / closing

• Assistance + Metcon + Cashout: WB / Assistance / WBx2  / Metcon / Cashout    

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Pre Class

Pre Class expectations and preparation:

• Having a plan for what you're going to do with your movement prep, time stamps and engagement. Awareness of class size.

• Plan for class time frames and size

• Plan for movement prep

• Ideas for engagement 

• Point of performance focus

• Approaching new or unfamiliar members to introduce yourself and learn some context for who they are. 

• When class starts, it should be on time, loud and specific. “Alright 8am let's get started! Everyone grab a red band and circle up” 

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Names

Strategies to help you remember people’s names and create culture of familiarity:

• Use the ZenPlanner app and write down names before class on a mini or wall whiteboard (helps everyone if visible) At most first name and last initial or common nickname. 

• Ask front desk to write them down on mini or wall whiteboard 

• Do names & QOD 80-99% of time.

• See if you can name everyone in your head while you scan the room during any training segments.

• ASK people what their name is. They don’t mind! “Remind me your name again! Oh that’s right, thanks” 

• USE their name(s) after you engage them or call them out during the workout.

• Ask another employee or member you’re closer with if they know someone’s name. 

• TELL people to introduce themselves to their partners during paired workouts or shared equipment. 

• People hearing their name being used in group environments is very powerful and literally changes the culture of the gym. The instructor sets the tone on this and it trickles down.

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Music

Guidelines for music during group classes:

• Music should never be played during whiteboard briefs, QODs or whenever a coach is explaining movement or logistics.

• Volume: Should never exceed that which you can comfortably shout over. Loud enough to be fun when appropriate, not so loud it's distracting or interferes with comfort and communication. 

• Context: What you play should fit the vibe. Hard working sections should be more uptempo, engaging music (Rock/pop/electronic/etc). Cool down, warm-ups, assistance etc can be more relaxed or unique. 

• Mostly recognizable: People like to workout to music they’ve heard before. 70%+ of what you play should be stuff most people have heard and generally enjoy.

• Varied: Don’t just play one style of music all the time or even all class. If you don’t like EDM, an hour of it is going to be torture.

• Not too fringe: Fringer genres and artists can have a time and place with the right context but don’t go too extreme. Don’t put on death metal, 

• You’re not a DJ: Keep it simple, have a few go to playlists or spotify radio stations you like. Use the “CFSBK Gym Music” playlist if you don’t want to think about it. 

• Class friendly: Do not play any music with a lot of explicit, violent or sexual lyrics or controversial themes. An occasional curse here or there is fine but playlists should primarily be radio edit/clean versions or music that is rarely problematic.

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Whiteboard

3 Guidelines for effective white board briefs:

• Workout Overview 

  • What is the workout

  • What is the flow (Be extra clear with partner, interval or multi-part segments)

  • What is the Intended stimulus

• Exercise options and context  

  • Go through each exercise to discuss intent and scaling options.

  • Scaling options should be 2-4 progressive options and written clearly on board.

  • Point of Performance/Demo: It should always be clear, but not every exercise needs to be explained every class, have a point of performance that you dig into with at least one movement.

• Logistics

  • Members should never have to figure out basic class logistics. They should focus on their workout. The coach's job is to determine the fo

    • Intentional pairings

    • Floor/equipment Layout

    • Staggers

    • Order of operations

    • Timeframes 

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Movement Prep

Movement Prep is the first intentional movement that happens in a group class. It can be anywhere from 3-10+ minutes. It can be either coach led (circle/line drills) or explained and time framed (do xyz for 8:00). It should contain these elements:

• Specific: Bias joint positions and general demands of primary workout. ex. 

  • Front squats: wrist/front rack/deep hip flexion/dorsiflexion

  • Running/burpees/ballistic: Line drills/dynamic flexibility/hamstrings/calves

• Occasionally Novel: Don’t do the same thing every time. Different themed formats or equipment can be fun and effective ways to mix things up. ex:

  • Medicine ball: partner tosses/twists/slams/throws/holds/lifts

  • Bands: Pass-throughs/high pulls/pull-aparts/anchored movements

  • Bumper Plate: Deadlifts/shoulder raises/halos/trunk rotation/cyclist squats/G2OHs 

  • Holds: Bar hangs/BTB squats/planks/handstands/arches and hollows

• Efficient: Should be easy to explain, instruct and implement. 

  • Coach mirrored movement prep (circle) is very easy way to get everyone on the same page very quickly

  • Time framed movement prep should be low skill and require almost no set up. KISS.

• Engaging: This often sets the tone for how conversational the class feels for members. Create opportunities for interaction between yourself and members. 

  • QOD: This should happen in no less than 80% of your classes.

  • Ask an open question “Does anyone have any good news?” “Is anyone watching __?” to start some fun or nice banter. 

  • Talk about how the workout has been going for other classes or any upcoming events, things happening around the gym. 

  • Elevate your natural personality, are you: playful, funny, thorough, supportive, clever, organized..

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Individual and Global Coaching

Coaching to the individual versus coaching to the group. Making your presence felt.

• Individual

  • Methodically move through the room to see everyone during each segment

  • Provide specific feedback

  • Watch to see if your cues worked

  • Follow up later if able

  • recalling prior conversations, efforts, movement issues etc.

  • intensity/threshold coaching (going heavier/pacing on erg/checking in on unbroken sets)

• Global

  • Time updates

  • General cues to group

  • encouragement (using people's names)

  • Intention Setting

  • Progressive cues to group

    • Running example

  • Cheering etc for last person

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Closing

What do you do with the last 5-10 minutes of class?

• cool down/down regulate

  • Specific (deadlifts > traction, jump rope > Calf mash)

• touch base with class (post game)l

  • How did they experience it?

  • Coaches overall feedback

  • Acknowledge something they did well and something they would change

  • Offer a cashout

  • Identify 1 member and provide some individual feedback

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Your Personality

How does the coaches personality expression effect the class?

• People remember how you made them feel, more than what you taught them

• Trust, rapport and familiarity go a long way in developing the coach/member relationship

• Go 10% outside your comfort zone with classes. Be uniquely yourself. Care. 

Running the Open at your Affiliate

Here is a video myself and my sister from another mister Nicole Christensen from CrossFit Roots made in 2021 about how to run a successful CrossFit Open at your affiliate. Enjoy!

The Story Behind RAD CFSBK Collaboration

Check out this video with myself and Ben from RAD regarding how our shoe collaboration came about. Spoiler, this blog had something to do with it!! 

We had an absolute blast working with the RAD team and were so humbled to have been asked to do this collaboration. We celebrated with a big workout at the gym and a RAD pop up where people could buy shoes and meet Danielle Brandon. There were free tacos and they went above and beyond to make the event an absolute vibe with special sinage on the gym and a great media campaign around it. Check out the video and see some pics below!

Check out these pics from the collaboration. See the full event photo set from Tamane Photography here!

Inside the Affiliate: Scholarship Programs

In an effort to make our programs more accessible to individuals without the economic means to afford our rates, we've set up a pay-what-you-can scholarship program in 2020. This allows people who want to join but cannot afford our full rates an opportunity to enjoy the life changing benefits we all know fitness and community can bring. Below are the details, should you want to implement something similar at your affiliate.

How to apply:

People interested in the program will first fill out our online application for consideration. Our admin and myself will review the application. This link is located below our normal gym rates on our website.

How it works:

• We offer one scholarship slot for every 30 active members we have. Find a ratio you feel comfortable with based on your gym size to determine your ratio and cap. 
• Individuals who receive the scholarship let us know how much they can pay via the application and then we follow up to set them up on a membership. Most people are able and want to pay something, so it's not uncommon for folks to offer up $50-$100 per month if it's within their budget. We have had some people completely comped, but the majorty prefer to offer something. 
• To maintain your scholarship status, participants need to attend at least 6 group classes per calendar month. We check this at the end of each month and if someone has fallen off we'll reach out to them to check in and assess their interest and status with the program before deactivating their membership.
• If someone is new to CrossFit, they do a pay-what-you-can fee for the Foundations course. When that is completed, another pay-what-you-can fee to start their recurring monthly membership.
• Scholarship recipients are kept private outside of myself and our admin who helps manage the program. To the rest of our staff and members they are just like any other CFSBKer. We recommend more than one employee has access to the participants' info and scholarship capacity to keep the gym accountable. 

Additional Notes

• Make sure to advertise this program to your community. It makes them feel better about being members and keeps everything very transparent. We periodically post this up on our social media accounts and website to remind and educate members about it. 
• This program has brought in new faces into the gym and created an opportunity for former members who fell on hard times come back. 
• Having a consistent and transparent scholarship program is a much better system than just helping people out whenever they ask and you feel benevolent. It can be a slippery slope to try and be a nice person and give discounts here and there. It's hard to keep track of, unfair and can cause drama if word gets out that certain people pay less. At CFSBK, there are three avenues to receive a discount:

1. You are the immediate family of a staffer (50% off)

2. You qualify for our 12% discount (full-time teachers, students, FDNY, EMT, DOS, Social Workers, Armed Services)

3. You apply for and recieve a scholarship slot

Beyond that, everyone pays our posted rates, regardless of how long you've been a member.

Inside the Affiliate: Compensating Staff

Nicole Christensen from CrossFit Roots and myself are back talking shop. In this episode we discuss how each of us approaches staff compensation. We discuss how our pay structures have evolved over the years, which employee incentives and benefits we offer to our staff and how we pay ourselves. We also talk about how to embrace an ownership mindset while also remaining empathetic to what it takes to be successful as a working coach.

Inside the Affiliate: New Member Onboarding

Listen in as multiyear CrossFit affiliate owners David Osorio, Nicole Christensen, and Zac Zuspann discuss how they onboard new members in their gyms. 

Below are the time stamps for the conversation and if you want to see our most recent Foundations Syllabus that we use at CFSBK go here: www.CrossFitSouthBrooklyn.com/portal

0:00 Show Start
1:20 Introductions

 Nicole Christensen (CrossFit Roots)
3:20 New Member Journey
7:00 Scheduling Foundations
8:30 Member price and coach Payout
12:25 Programming Template for Foundations
20:20 Transitioning to Group Classes post Foundations

 Zac Zuspann (CrossFit Complete & CrossFit Complete West)
26:40 New Member Journey
36:00 Member price and coach Payout
42:15 Programming Template for On Ramp
44:20 Member Ambassador Program

David Osorio (CrossFit South Brooklyn)
49:10 New Member Journey & Programming Template
58:39 Transitioning to Group Classes post Foundations1:08:30 Handling transfer athletes from other gyms

David on the CONQUER ATHLETE Podcast

Check out my recent conversation with Jayson Leydon of CrossFit Milford and the Conquer Athlete Podcast. We chop it up about owning our affiliates for well over a decade!

You can listen to the show here:

Apple Podcasts

Stitcher (Android)

Spotify

Website

Back on Best Hour of their Day

I recently sat down again with my longtime friend Jason Ackerman on his podcast "Best Hour of their Day" to catch up on what it's been like to run the gym through the pandemic. We also discussed some best practices for affiliates as well as took a walk down memory lane. This podcast is also available on spotify and on most podcast platforms.

Inside CrossFit Garden City

I sat down with Dennis and Jenn from CrossFit Garden City yesterday to learn more about their operations, history and check in on how they're doing. Many of you started your CrossFit journey taking a Level 1 at their facility or with them as seminar staff and CFGC has been a well respected and successful affiliate in our region for 10 years now. Check out the following video if you'd like to learn more about this amazing affiliate.

1:00  Where is your affiliate, when did you open, who are the owners? 

4:23  Why did you choose to open your affiliate?

 10:12  What programs do you currently offer? 

14:20 CrossFit Garden City Gym Tour 

21:15 How has the pandemic changed your operations?

23:45 What are some of the challenges you're currently facing? 

27:24 With all the changes you've experienced this year, what are the bright spots or changes to your business that you plan on keeping moving forward? 

30:45 Your business has stood the test of time, why do you think you've been able to be so successful for so long? 

34:02 If you could go back in time and give yourselves some advice what would it be? 

36:22 What do you charge for Group Class memberships? 

36:45 What do you charge for Personal Training? 

36:55 What Membership software do you use? 

37:55 What is your current onboarding process for new members? 

40:27 What are your opinions on the new leadership/direction at CrossFit home office? 

43:18 Any other advice for affiliates?

Thanks so much to Jenn and Dennis for taking the time to talk to me!